“Love with Love is Paid.”
“If you want to attract good customers, offer a free real estate service”.
My students are surprised when I tell them that the above phrase is one of the best real estate sales techniques out there in Tajarat properties. Actually, it is one of the best recruitment techniques, which usually ends up in a quick sale. In many sales.
In this article I am going to explain why the word “free” has an incredible force of attraction and conversion in sales and how to use it without looking like an idiot or a real estate agent, with little capacity for conviction.
Realtors must learn to use the word “Free” and “Free” in their promotional messages without losing credibility and to attract potential customers who want to buy a property “now” in their area.
The word “Free” or the phrases “Free Real Estate Service” or “Free Service” have a special psychological attraction. However when they are used incorrectly or used too much they can ruin your promotional effort. In other words; you get your potential customers to perceive you under a sign of suspicion and suspicion.
When the Phrase “Free Real Estate Service” is Dangerous.
The word “free” in whatever phrase you use: “free advice”; “Free service” “free download,” 100% free “…, they have an enormous psychological force of sale, because it includes a reciprocity on the part of those who accept the” free “.
Whoever accepts something for free tends, in most cases, to return the favor by taking action on something; for example, calling you on the phone, downloading the information you provide, noticing yourself from a positive side, etc.
This “reciprocal” behavior is based on the fact that if someone does something for you, you feel a moral obligation to do something for him / her. For this reason reciprocity is used both in promotional actions and in sales. The success of the “free real estate service” is based on this psychological instinct that we all have, (well, if you have blood in your veins; you already understand me).
Now, you have to learn to harness this instinct positively , to avoid that promotional phrases such as “Free real estate service” are not counterproductive or explode in your face.
Everyone assumes, (as a defense mechanism), that a business is unlikely to give you something for free. “Free meals don’t exist.” Therefore, if you use the word free or any of the variants of “ free real estate service”, in the wrong way , you will only attract people who are not your target audience. This usually happens a lot in the real estate sector.
Knowing the effect that the word “Free” can produce in a real estate sales and / or promotion context, you will be in a position to know how to use it with positive effects. That is, create content that is attractive to your potential customers and that does not give off suspicions; If not the opposite.
But before demonstrating how you should use the word free in phrases like, “Free Real Estate Service”, remind yourself that this word will ONLY achieve the desired effect, if you address it to those who are your potential real clients. Something that real estate agents are often not very clear about.
Who can buy you that 120 m² 3 bedroom apartment for $ 270,000, near the park? Or that office on the 2nd floor of 85 m² at $ 295,000 in that financial zone? Analyze who they are and offer that something “free” to these people; not everyone.
How and When to Use “Free Real Estate Service.
First of all. If something is free, it must be for a good reason. People are not stupid and will wonder why it is free; which is a natural reaction. Therefore, the key here is to explain briefly and clearly why it is a “free real estate service”.
For example, we have the following reasons to explain why:, because there is no charge for clearly explaining this and that; it’s free because you deserve to know the pros and cons of so-and-so first. Our real estate service is free because we understand our work as helping you buy; not to sell you a property … that’s why our impartial and professional mortgage advisory service is free … because …
There are hundreds of reasons why you can offer something free. But the key is to explain why it is free.
“Do it and you will get that what you offer for free, is perceived from a very different point of view. An explanation of something that is free adds value, adds credibility, mitigates fears, disarms skepticism, and shows transparency and that customers matter to you “.
Second, you must use the word “free” in a context that is always the same, or for the same service. If you offer free, this service and that other and you can also get this free, you will lose credibility and suspicion will appear.
It offers only 1 thing, or action or free service. Only one, insistently and for a limited period of time, (3-4 weeks or months). Even though it’s always free, don’t always advertise it as free. Actually, don’t advertise it. Advertise something else “free”.
The Most Important Factor in a Free Real Estate Service.
And third, and this is the most important factor of a free real estate service, or everything that has the word “free” associated with it, is that everything you offer for free must be of high quality . High quality, not normal quality. Be it a product, an informational ebook or a consulting service.
If you do not offer quality, you will lose the potential client who is very close to buying the property you offer. The word “free” used intelligently puts the customer at the door. But the quality of the free makes you a potential client, a safe client.
Why safe customer? By the effect of reciprocity. Be good to me, and I will reciprocate by becoming your customer.
There are times when you don’t need to dig up the answer as to why it’s free. Personally, I have used very simple answers that answer convincingly, why is it free. Between them:
“It’s free because you deserve it.”
“It’s free because we’d be ashamed to charge for it.”
“It’s free because you need to know the truth.”
“It’s free because, you know, we can afford it.
“It’s free because you need to be clearly informed; and this means that you invest about 30 minutes with us ”.
Childish responses? It may be, but they work.
Free Real Estate Service; but of value.
As you know, there is a difference between the price and the value of things. In short, the price of things is set by you as a bidder or seller; Instead, the value is placed by the client as the plaintiff.
The Price is always the same; the value changes according to each person. There is only 1 price and there are as many values as potential customers you can have.
With this in mind, when you promote something free, you have to explain or imply that it also has value. And this you must clearly indicate in the text; not in the title, (where you say what is free), not in the subtitle, (where you say why it is free) ; but in the text where briefly, (briefly) , you explain the value of free,
Never underestimate the psychological effect of gratuitousness. Learn to promote the word “free”, and don’t use it as freely and mindlessly as many real estate agents do.
Your business card should not be like the others. The different design is not only achieved with the color, the paper texture and / or the typeface; it is also achieved with the form.
A square or round shape is not the most suitable for a business card; but a surprisingly oval shape is. One of the business cards that surprised and pleased me the most was the one I received from a real estate agent who sold luxury properties. It had an oval shape, with an impressive design.
A free real estate service of blue world city Islamabad will bring you many clients if you know how to approach it . I give you my own experience. Part of the fact that I have many students, (more than 1,500 students as of December 2018), in more than 22 countries, is thanks to the use of the word “free” in many of my online promotions.
I have a student in Bogotá who has understood the “Free Real Estate Service” perfectly and today about 80% of his clients contact him, because he offers many products and services of value and for free.
Their best product is a 23-page ebook , “100% free” for Colombians who live abroad and want to buy a house in Colombia. The ebook is priceless and contains some tips on taxes and mortgage applications that few financial advisers master. Outcome? The last time I spoke with him, with Juan Hernández, he had already captured 5 clients thanks to this FREE Ebook.
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